4.
“I’d like some time on your
calendar to talk about myself,
my company and my products.”

5.
“Even though you get piles of
unsolicited email every day, I wanted
to call and see if you read the
stuff that I sent you.”

6.
“I’m eager to tell you everything
I know about our great solutions
and we probably won’t discuss what
you’re interested in. There’s a good
chance I’ll talk for a long time about
stuff that’s not important so get
ready to be bored out of your mind!”

14.
Tim – my name is Mike. We’ve never
spoken before but I just recently visited your
website – BTW I really like your intro video!
I’m calling today because I’m guessing you’d
like to create more followers (otherwise you
wouldn’t have an opt-in form for new visitors
on your home page). I have 2 ideas we’ve
used with other sales trainers to grow their
opt-ins by over 20%. Can’t help but believe
that we might be able to help you.

15.
Tim – my name is Mike. We’ve never
spoken before but I just recently visited your
website – BTW I really like your intro video!
SPECIFIC

16.
I’m calling today because I’m guessing you’d
like to create more followers (otherwise you
wouldn’t have an opt-in form for new visitors
on your home page).
RELEVANT

17.
I have 2 ideas we’ve used with other sales
trainers to grow their opt-ins by over 20%.
Can’t help but belief that we might be able
to help you.
CURIOUS

21.
2% of sales are made on the 1st attempt
3% of sales are made on the 2nd attempt
5% of sales are made on the 3rd attempt
10% of sales are made on the 4th attempt
80% of sales are made after the 5th attempt

22.
46% of reps give up after 1st attempt
22% abort after 2nd unsuccessful attempt
14% never get past the 3rd try
Research firm PLC
82%

32.
BOARD ROOM OR BORED ROOM?
THREE RULES TO COMMAND ATTENTION AND CHANGE MINDS
Imagine you’ve been working
on a significant opportunity for
several months. You’ve invested
long hours with all of the key
players and it’s almost time to go
to contract. The final step is a
simple “show-n-tell” presentation
that you need to deliver to the
executive committee. All you need
is their nod and you’re off to the
bank to deposit the commission
check.
The day of the big pitch arrives
and you’re feeling good. You walk
confidently into the board room,
connect your laptop and launch
the presentation. Suddenly all
eyes are on you and without
warning you find yourself
stumbling through a lame
introduction that goes something
like: “Hi, my name is Bob and I
work for XYZ Company. Thanks
for taking some time to be here
today.”
You race through the deck
until you get to the meat of the
presentation (easily identified by
the slides that have lots of words
typed in small fonts). Finally you
begin to feel strangely comfortable
as you start reading these
complex screen shots to the
decision makers.
And then, without warning you
find yourself staring at a blank
slide. There is nothing left in the
deck so you immediately ask for
questions and of course there
aren’t any. You awkwardly thank
everyone for their time and head
back to the office. Now you’re left
with no clue if you’ll win this
opportunity but you’re certain that
you won’t get a second chance.
Sound powerful? Probably not,
but I’ll bet it sounds familiar.
So what does it take to keep
the Board Room from becoming a
Bored Room? Here are three
quick tips to get you back on track
now.
#1. Get a hook!
Most audiences rush to
conclusions in the first two
minutes of your presentation.
Failure to develop a solid
introduction is one of the biggest
mistakes sales professionals
make. Leverage those first two
minutes to take command of your
listeners. Engage them with a
relevant story. Grab their attention
with an alarming insight. Or just
make them smile with some
simple humor. Worry less about
educating (do you like to be
educated?) and worry more about
entertaining (everyone likes to be
entertained).
I’m not suggesting you start
your next presentation with a card
trick (although that could be a
great hook). But I am suggesting
you take a hard look at how you
get your audience to lean in for
the first two minutes of your next
According to the Wall Street
Journal, bad Power Point
presentations cost businesses
$252 million every day.
sales and marketing executives how to create and
compelling. The program’s individualized attention,
sform your team’s ability to communicate complex
to learn to truly execute presentations that
on using a proven six-step methodology
crutch!
utes
and passion
orable call to action
e of video feedback
e ideas
years ago, I was responsible for Sales Training (200+ person
ganization). One of our company's key needs was to train our
ople to simplify our message to our clients and potential
I can undeniably state that Tim's training workshop was a
art in getting us there. This 2-day workshop continues to be
ur sales training curriculum to ensure that all new hires are
the Wackel formula in developing and delivering effective
tions. Additionally, we hired Tim to present at our national
eeting and develop custom training for our sales leadership
lly, Tim is great to work with ... responsive, accountable,
and fun! The verb "Wackelize" is frequently used within
... everyone knows what it means ... the hook, 3 key points,
ng evidence, and clean graphical slides!
ur session is as successful as ours have been. Please feel
ontact me with any questions.
y,
ynjolfsson
ice President, Industry & Business Development
Marketing
llon Parkway, St. Petersburg, FL 33716
OULD SAY MORE...
TALKED LESS!!!
out this message from Trish Brynjolfsson
Vice President at Catalina Marketing...
[cont’d on page 2]

35.
2% of sales are made on the 1st attempt
3% of sales are made on the 2nd attempt
5% of sales are made on the 3rd attempt
10% of sales are made on the 4th attempt
80% of sales are made after the 5th attempt

39.
“I sell _______ and there are
lots of options out there. How in
the world does someone in a
position like yours choose?”

40.
“There are always risks
and uncertainties with projects
like this… why not just leave
things as they are?”

41.
“Some clients have a tough
time calculating a reasonable
budget for a project like this.
Tell me a little bit about
how you guys came up
with your number.”

42.
Tell me about your company
Describe your role here.
How is your group/department/company organized?
What are the biggest business challenges that you are facing?
What changes have occurred that are motivating you?
How are you currently handling these challenges?
How does this stack up against other challenges?
What do you like about what you are doing now?
What don’t you like about what you are doing now?
What would you alter in your current process?
Where are you in solving these issues?
What do you hope to achieve by implementing a solution?

43.
How are others in your industry solving these issues?
What happens if you do nothing?
Tell me about the results that you are expecting to achieve.
Tell me about other projects you’ve implemented.
Why did you contact us?
What part of these projects do you personally enjoy tackling?
What part of these projects do you dread?
What makes a product or vendor a good technical fit?
How do you plan on measuring these?
Tell me about how familiar you are with my company.
How do you think we can solve the problem?
What would prevent us from doing business together?

44.
Describe what the ‘perfect’ solution looks like.
What role would we play in the decision making process?
Tell me about the criteria you will use in evaluation.
What are the critical factors that you are looking for?
What would it take for us to earn your business?
Describe some of your best existing vendor relationships.
What did the vendor do in order to make it a great relationship?
What types of factors would influence your purchasing decision?
What does the purchasing process look like?
Who else is involved in the decision?
Who has the most influence and why?
Describe where this falls on your priority list.

45.
Tell me about the other stakeholders.
Who has the final authority to make this happen?
Whose priority is it to solve these issues?
Who benefits the most from a successful implementation?
What companies do you believe can deliver on this project?
Tell me about other ideas that you believe are viable solutions.
What are you hearing from other people in the industry?
Who do you perceive to be the market leader?
Have you had any experience with my organization?
Who appears to be the right fit knowing what you know today?
Walk me through the time frame for this project.
Describe the steps necessary to ensure a successful deployment.